Someone did not know what they were selling to someone who did not know what they were buying.
Look back over your own history and think about how many times this was the cause of disappointment or headache; or very expensive. The first time this became etched in my mind was when we bought six or eight rooftop heat pumps for a commercial job only to find out the electric heating contactors were not included. Back at that time the $2,000 extra cost was a killer.
In an equation it shows a need of effort on both sides of the purchase. How many times has a person just given a wave of the hand as if what they want can magically appear OR what they will deliver will easily fall out of the air.
Another simple concept; digest it for a few moments, decide to make a great effort to live up to your side, and then let a third party throw in "Value Engineering"! Ok, we have a design, we understand the deliverable, now let's detract.
Bernie
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